The ability of the Sales & Marketing Business Community to monitor performance and anticipate results is crucial to ensuring that efforts throughout the business are focused on the opportunities that lead to success. The sooner that problems and trends can be identified, the sooner the whole company can be aligned to capitalize on emerging trends and solve problems. For sales, it is important to be able to combine accurate information to date with the most recent forecasts to understand the trajectory of specific parts of the organization. Availability of real time data also helps marketing monitor leading indicators of customer satisfaction, evaluate portfolio strengths and weaknesses, assess effectiveness of promotions, and answer other important questions.
Sterna Business Positioning System™ (BPS) delivers prepackaged analytics libraries specific to the Sales & Marketing Business Community that are leveraged to rapidly deliver a business analytics solution to managers of this Business Community.
Sales and Marketing Packaged Libraries
Sterna Packaged Libraries for the Sales & Marketing Business Community include a broad set of business schemas, mathematical models, and graphical Business Views to provide a complete picture of the Sales & Marketing community and its business dependencies across the enterprise. Each Business View features a Money Surface™ that bridges the operational performance with its financial implications so that managers can instantly navigate to the opportunities offering maximum impact.
Sales & Marketing business leaders focus on answering questions such as:
Are we successfully selling our products?
Are we effectively balancing selling prices against product costs?
Are we able to satisfy our customers by delivering on what we sell?
Are we optimally managing our portfolio of products and SKUs?
What is the impact of discounts and promotions?
Below is a subset of the Business Views that are provided in the Sales & Marketing Packaged Libraries (each Business View has its corresponding business schema and mathematical functions, not described herein) that help address the above questions and more:
Gross Sales
Contribution per Unit
Order Fulfillment
Portfolio Complexity (Revenue per SKU)
Deviation from List Price
Sales force Performance
Discounts
Returns and Destructions
Tail-End SKU's
Point of Sale Productivity
Product Mix
On shelf availability
Customer acquisitions
Customer retention rate
Customer complaints
Marketing and advertising spending
And more…
Business Dependencies
By utilizing functionality provided by the Sales & Marketing Packaged Libraries, managers quickly understand the dependencies within their community and across other communities and how they translate into financial impact. With Sterna BPS, Sales & Marketing managers are equipped to answer more complex questions, such as:
Do below-target prices generate above target sales volumes?
Do low volume SKUs generate higher than average contribution per unit?
Do above-target sales lead to order fulfillment problems?
Are we fulfilling all orders for our highest contribution products?
Custom Functionality
Sterna BPS provides the flexibility to rapidly develop custom functionality, be it custom prediction models, business schema, and/or presentation views.
